Account Manager, SME & Growth, DACH at Airwallex

ABOUT AIRWALLEX Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide – including Brex, Rippling, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us. ATTRIBUTES WE VALUE We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles [Upgrade to PRO to see link] You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next. We are seeking an experienced Senior Account Manager, SME & Growth, DACH to join our team. This role offers a unique opportunity to become a founding member of our growing Airwallex team in our Berlin office. As an Airwallex Account Manager, you will build relationships with our existing customers to ensure they are receiving the tools and support needed to achieve their goals. You will be the bridge between the customer and the Airwallex team and will have an in-depth understanding of the customer’s needs and goals and how Airwallex can support them. Beyond managing accounts day-to-day; you will design the function. As the founding member of the DACH Account Management team, you will bridge the gap between initial "Closed Won" and long-term hyper-growth. You will own the strategic roadmap for customer retention and expansion, working as a peer to Sales, Marketing, and Operations Leadership to build a world-class post-sales engine from the ground up. What you will do: - Design & Build the DACH Post-Sales/Account Management Function in the region, including customer tiering models, onboarding frameworks, and expansion playbooks - Be an advocate for Airwallex and ensure our customer base are utilising their investment in Airwallex - Own and develop a portfolio of accounts, creating strategic account plans to expand Airwallex adoption and conducting regular QBRs - Be an advocate for your customer and their voice inside of Airwallex - Guide customers in maximizing the value of Airwallex products while providing insights into their markets and advising on strategies to drive growth - Ability to understand technical requirements and craft solutions across multiple products - Proven ability to lead complex negotiations involving bespoke commercial agreements and multi-product sales - Ability to operate in a highly ambiguous and fast-paced environment - Strong interest in technology and a deep understanding of the space What you will bring: - 4+ years of proven account management/sales role, preferably selling a technical product with track record of top performance - Ability to manage complex sales, in a highly consultative manner, understanding strategies and applying value proposition - Strong analytical skills / strategic experience - be comfortable reading and using data to build your strategy and QBRs - Track record of managing multi-product accounts and crafting account plans - Ability to understand complex technical problems with solid API knowledge - Superior verbal and written communication skills in English is a must - A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal - Natural intelligence, networking skills and problem-solving - Start-up & Fintech experience preferred - High education preferred (bachelor’s degree or other) - Experience with Salesforce highly regarded APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com [Upgrade to PRO to see link] email address. Please apply only through careers.airwallex.com [Upgrade to PRO to see link] or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.